When you were young, did you ever stay up all night “cramming” for a test? Did the adults in your life criticize you for this behavior, … [Read more...] about 4 ways ‘cramming’ is killing your sales
If you really want to shorten your sales cycle, slow down!
If the conversations I’ve been having with sales leaders recently are anything to go by, our sales pipelines are full of opportunities that … [Read more...] about If you really want to shorten your sales cycle, slow down!
If the right thing doesn’t exist… make it!
Twenty years ago, I told my family I wanted to buy a piece of bare land and build a house on it. My wife thought I was crazy. … [Read more...] about If the right thing doesn’t exist… make it!
An Easier Way to Coach Salespeople – For a While
One of the challenges that sales managers have is their trepidation around transitioning from very little coaching to daily coaching; and at the same … [Read more...] about An Easier Way to Coach Salespeople – For a While
5 ways your salespeople are failing your prospects
How many sales have you lost even though you knew you were the best choice for the customer? … [Read more...] about 5 ways your salespeople are failing your prospects
AI And Sales, What We Misunderstand
Based on much of the press, much of it created by vendors of AI solutions, AI is the answer to all the problems we have with sales and marketing. We … [Read more...] about AI And Sales, What We Misunderstand
